Senior Channel Sales Manager

The Senior Channel Manager is a strategic leader responsible for overseeing and optimizing the company’s partner ecosystem to accelerate sales growth and market expansion through indirect channels. This role focuses on developing, managing, and scaling relationships with high-performing channel partners, including distributors, value-added resellers (VARs), and strategic partners withing the video telematics ecosystem. The Senior Channel Manager will contribute to channel strategy, assist in the design of partner programs, and ensure the successful execution of sales initiatives through indirect sales channels. This position is pivotal in identifying new partner opportunities, cultivating strategic alliances, and driving the company’s growth in the video telematics industry.

ESSENTIAL FUNCTIONS:

To perform this job successfully, an individual must be able to perform each essential function satisfactorily.

Channel Strategy & Execution:

• Develop and lead a comprehensive, scalable channel strategy for new and assigned partners that aligns with the company's growth objectives.
• Identify new channel partners and strategic alliances that can drive incremental revenue and market penetration.
• Ensure that partner strategies align with regional and global sales goals.

Leadership & Team Collaboration:

• Serve as a mentor and leader for junior channel managers, providing guidance on best practices, partner management, and growth strategies.
• Collaborate with senior leadership, marketing, and product teams to ensure alignment between channel initiatives and corporate goals.
• Act as the main point of escalation for key partner-related issues, ensuring rapid and effective resolution.

Revenue Growth & Performance Management:

• Drive revenue growth by setting ambitious sales targets for channel partners and providing the necessary support and resources for them to succeed.
• Analyze partner performance data to identify trends, opportunities, and areas for improvement.
• Continuously monitor and improve partner performance through business reviews, KPIs, and performance metrics.

Partner Enablement & Development:

• Design and implement partner enablement programs, including sales training, product education, and technical certifications, to ensure partners are well-equipped to sell and support the company’s products.
• Develop co-marketing initiatives and campaigns with partners to promote the company’s video telematics solutions in key markets.
• Provide advanced product, market, and competitive training to partners, ensuring they understand the value proposition and differentiators of the company’s solutions.

Channel Program Management & Optimization:

• Develop and manage partner incentive programs (e.g., rebates, bonuses, and co-op marketing funds) to stimulate growth, increase partner engagement, and reward high-performing partners.
• Regularly assess the effectiveness of channel programs and recommend improvements to increase partner success and satisfaction.
• Optimize the partner onboarding process to reduce time to revenue, ensuring new partners can quickly go to market.

Market Development & Expansion:

• Identify and assess potential new markets for channel expansion, including emerging technologies and underserved regions.
• Conduct market research and competitive analysis to refine channel strategies and ensure competitive positioning within the video telematics industry.
• Work closely with marketing to develop strategies and content that supports channel partners’ marketing efforts.

Ad Hoc Duties as required:

• Perform other duties as assigned;
• Enhance professional growth and development through participation in educational programs, current literature, and training;

Qualifications:

• Bachelor’s degree in business, marketing, or a related field.
• Proven experience in channel sales or partner management.
• Strong negotiation and communication skills.
• Results-oriented with a track record of meeting or exceeding sales targets.
• Familiarity with CRM software and sales reporting tools.
• Ability to travel as required.
• Excellent leadership and team collaboration skills.
• Integrity: Establish and maintain honest, effective relationships with employees at all levels in the organization and gain their trust and respect. Accessible, a good listener and put others at ease at all times. Develop a reputation for being dependable, sincere, and trustworthy. Adapt to change and shift gears comfortably.
• Innovation: Develop new ideas and suggest new visions for the company. Take a creative approach to implemented business policies. Have self-knowledge and confidence to communicate, listen and persuade colleagues in an effort to improve the company on all levels.
• Initiative: Work independently, work under pressure and meet deadlines. Prepare clear and concise reports without the need for constant management. Combine analysis, experience and judgment to make good decision in a timely manner. Tenacity to make important decisions with limited information and tight deadlines while learning to be flexible in other situations.
• Intelligence: Utilize relevant experience and resources to be very productive and efficient in planning and executing work. Orchestrate multiple activities at once to accomplish a goal. Seek input and advice from colleagues in order to receive more successful results pertaining to reports and projects. Focus on the achievement of goals that produce results.
• Interaction: Build morale and motivate the team with energy, encouragement and enthusiasm. Recognize solutions for difficult or conflict situations—seeking feedback on how to resolve issues. Distinguish the need to change the personal and interpersonal behavior of colleagues in an efficient matter. Eagerness to be part of a team-unit and cooperate in the accomplishment of departmental goals and objectives.

EXPERIENCE/TRAINING

Training & Certifications:

• Formal sales training or certification in channel management is a plus.
• Knowledge of video telematics, fleet management, and connected vehicle solutions is preferred.
• Must have a valid driver’s license

Effort required:

Physical Activities:                                     

• On a continuous basis, sit at desk for a long period of time; intermittently answer telephone and write or use a keyboard to communicate through written means. Some walking and lifting up to 10 lbs. may be required.  The noise level in the work environment is usually low to moderate.  The physical demands described above are representative of those that must be met by an employee to successfully perform the essential functions of this job.  Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

Working Traits:                                          

• Ability to communicate with supervisor in order to prioritize workload and determine priorities.  Subjected to changes in schedule. 

Travel:                                                         

• Travel as required

Sr. Channel Manager Salary Range: $150,000-$180,000 (base) + commission plan up to 60% of base salary"

Economic Package Includes:

• • Base Annual Salary range: $150,000—$180,000 (base) + commission plan of up to 60% of base salary
  • Company Paid Health Care, Dental, and Vision Coverage
    • Including Coverage for your partner and dependents
  • Three Health Care Plan Options
    • FSA and HSA Options
  • Generous PTO and Sick Leave
  • 401(K) 
  • Disability and Life Insurance Benefits
  • $50 phone stipend per pay period